The good old days of selling are gone.  Cold calling just doesn't work any more and asking the receptionist for the name of the person who is in charge of XYZ isn't effective either.  People are hustling around and doing more multi-tasking then in past years.  When you do get that customer on the phone they want to know "how can you help me with a problem that I cannot solve" and "how fast can you get there".  The word you need to remember when talking with a potential customer is "WIIFT"  What's In It For Them.  Sales is tough and the game has changed.  Hear more about the changes in sales by downloading our presentation.